Manager, Regional Sales - East Coast

Job Description:

Position Overview

The Regional Sales Manager (RSM), Eastern Region, leads Ridge Vineyards' wholesale business throughout the territory. The RSM is accountable for driving profitable growth, cultivating high-quality distribution, overseeing distributor performance and inventory, and fostering long-term relationships with trade partners. This role demands strong commercial judgment, disciplined market execution, and the ability to translate Ridge's brand strategy into measurable results.

Core Responsibilities

1. Sales Strategy & Performance

Deliver regional sales volume, revenue, and profit targets within budget.
Set annual distributor marketing calendars and adjust as necessary.
Set and track goals by product, account type, and distribution channel (on/off-premise).
Manage allocated wine sales and optimize product mix.

2. Market Development

Grow productive points of distribution across priority on- and off-premise accounts, with particular focus on Ridge's strategic brands and target accounts.
Ensure appropriate pricing and margin structure is maintained in all channels.
Balance on- and off-premise distribution in accordance with brand strategy.
Build a broad, quality-driven distribution base throughout the region.

3. Field Execution & Travel

~50% travel, including occasional evenings and weekends for trade and consumer events.
Conduct regular in-market visits, focusing on high-potential and high-priority areas.
Call on key and target accounts independently and alongside distributor reps.
Deliver compelling staff trainings, support sales meetings, and serve as an articulate brand ambassador.
Conduct tastings, wine dinners, and trade presentations.

4. Distributor Management & Market Intelligence

Responsible for wholesaler business reviews, programming, inventory management, annual planning, pricing, and holding distributor teams accountable for execution
Develop and maintain strong relationships with distributor teams and leadership.
Proactive management of wholesaler inventory, depletion trends, supply risks and excess positions.
Evaluate competitive activity and adjust plans as needed to maintain a strong market position.
Provide clear, timely reporting and communicate key insights to the National Sales Director.

5. Event & Marketing Integration

Collaborate with Ridge marketing to execute impactful events targeting trade, press, and consumers.
Leverage Ridge’s production and executive team when applicable to elevate presence in the market.

Candidate Profile

Bachelor’s degree required.
Extensive knowledge and passion for wine.
Proven success managing distributor relationships and field sales.
Established network with key buyers and sommeliers.
Strong written, verbal, and presentation skills.
Highly organized with strong attention to detail.
Technologically proficient; experience with MS Office, Salesforce, and VIP highly valued.
Must hold a valid driver’s license and be comfortable with extensive travel.

Salary: $135k to $150k, depending on experience

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